National Account Manager (FMCG/HORECA)

Deliveroo Holdings plc

Job Overview

Location

Milan - Main Office

Job Type

Full-time

Full Job Description

📋 Description

• Manage and grow strategic relationships with enterprise-level restaurant brands across Italy, serving as their primary point of contact for all commercial matters.
• Lead high-stakes negotiations to drive revenue growth through upselling and cross-selling initiatives, directly impacting partner profitability and Deliveroo’s market share.
• Develop and execute data-led business plans using performance metrics and market insights to improve partner margins and expand Deliveroo’s presence within multi-site restaurant portfolios.
• Collaborate cross-functionally with Marketing, Operations, Finance, and Product teams to design and implement tailored solutions that address unique partner challenges and operational needs.
• Ensure consistent delivery of Deliveroo’s service standards across all locations within partner networks, addressing concerns with professional urgency and accountability.
• Analyze complex commercial data to identify growth opportunities, optimize partner performance, and inform strategic decision-making for the National Accounts team.
• Act as a strategic consultant to large restaurant groups, translating data into actionable commercial strategies that align with both partner objectives and Deliveroo’s business goals.
• Maintain accurate records of partner interactions, agreements, and performance metrics using CRM tools to support forecasting, reporting, and relationship continuity.
• Monitor market trends and competitor activity within the Italian HORECA sector to proactively adapt commercial strategies and maintain competitive advantage.
• Represent Deliveroo in high-level partner meetings, communicating value propositions, contractual terms, and performance outcomes with clarity and professionalism.
• Work closely with the Head of National Accounts to align regional initiatives with broader commercial objectives across Italy and the wider Deliveroo-DoorDash ecosystem.
• Support the integration of new partner accounts into Deliveroo’s platform, ensuring seamless onboarding and alignment with operational and commercial standards.
• Contribute to the development of scalable commercial frameworks that can be applied across multiple enterprise partners in the FMCG and HORECA sectors.
• Maintain a deep understanding of Deliveroo’s product offerings, pricing models, and marketplace dynamics to effectively advise partners on optimal engagement strategies.
• Drive operational integrity by coordinating with local teams to resolve service issues, ensure timely delivery performance, and uphold brand reputation across partner locations.
• Participate in regular performance reviews with key partners to assess outcomes, set future targets, and reinforce long-term partnership value.

🎯 Requirements

• Significant experience managing strategic or national accounts, ideally within consumer tech, FMCG, or the Horeca sector
• Proven track record of leading high-stakes negotiations and driving sustainable revenue growth through strong P&L management
• Data-driven mindset with proficiency in Excel and CRM tools; ability to translate metrics into actionable business strategies
• Proven ability to influence and collaborate effectively with internal teams such as Finance, Product, and Marketing
• Fluency in both Italian and English (written and spoken)

🏖️ Benefits

• Make a visible impact every day through work that directly improves experiences for customers, partners, and riders
• Learn fast in an entrepreneurial environment with autonomy, pace, and real responsibility
• Build a career, not just a role, with opportunities to stretch skills and grow as the business evolves
• Collaborate in an inclusive, values-driven culture that supports how you work best
• Be part of a global team now integrated with DoorDash and Wolt, with expanded reach and ambition
• Participate in a fair and equitable hiring process designed to let your skills shine

Skills & Technologies

Onsite

Degree Required

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Deliveroo Holdings plc

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About Deliveroo Holdings plc

Deliveroo operates an online food-delivery marketplace connecting consumers with restaurants and grocery retailers through a logistics network of riders. Founded in 2013 in London, the platform processes orders via mobile and web, manages dispatch, and provides data analytics to partners. Revenue comes from commissions, delivery fees, and subscription memberships. It serves urban markets across Europe, Asia-Pacific, and the Middle East, holding licenses as a technology intermediary and courier service provider.

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